Lead Mid-Market Account Executive

• Region: EMEA - Europe, Middle East and Africa
• Work Persona:
  Flexible

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone- freeing people from busywork so they could focus on meaningful work. Today, Service Now is the AI control tower for business reinvention. Our Service Now AI platform brings together any AI, any data, and any workflow- helping 85% of the Fortune 500® work smarter, faster, and better.

We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

The Lead Commercial Grow Account Executive will be responsible for strategically prospecting into new accounts, expanding usage within existing customer base, and ensuring these customers continue to get value from the NOW Platform.

The candidate will be an individual with a demonstrable track record in new business pipeline generation ideally over the telephone within an Enterprise capacity. They will collaborate with their team of Sales Specialists, Solution Consultants, Renewal Sales and more to exceed quota and build the future of Service Now sales talent.

What you get to do in this role:Meet or exceed Monthly, Quarterly and Annual sales objectives.

Manage sales opportunities and business relationships over the telephone with influential contacts within Small, Mid-Market, and Commercial Accounts.

Focus on understanding an organization’s business drivers, challenges, pain points and how Service Now solutions map to these.

Strategically prospect within key verticals to develop new opportunities and pipeline

Follow the Value Selling sales process to win new business, expand withing existing accounts and ensure contract renewals

Collaborate with an extended team and coordinate resources necessary to further sales cycle such as Solution Consultants, Customer Service, Partners etc.

Provide timely and accurate information to management such as forecasting, territory plans, strategic account plans etc.

Working towards daily, monthly & quarterly KPI metrics such as new prospect meetings, pipeline generation, ACV bookings and Renewal Rates

Mentor team members and work on collaborative projects to help bring value to the team

Occasional travel for training and/or meetings may be required.

Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.

Extensive track record of new business sales success including presentation and negotiation skills within industry and at C Level within your market

Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals.

Experienced in driving sales process and drive effective working relationships with Sales Operations

Ability to understand the 'bigger picture' and business drivers around IT

Ability to build long term strategic and senior level relationships

Ability to adapt and work effectively within a rapidly changing and growing environment

Strong business and financial acumen

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to Service Now employees depending on the nature of their work and their assigned work location. Learn more here . To determine eligibility for a work persona, Service Now may confirm the distance between your primary residence and the closest Service Now office using a third-party service.

Equal Opportunity Employer

Service Now is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law. In…